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The first move : a negotiator's companion /

By: Lempereur, Alain [author].
Contributor(s): Colson, Aurélien [author] | Pekar, Michele [editor].
Publisher: Hoboken, N.J. : Wiley, 2010, (2017)Description: ix, 254 pages : illustrations ; 26 cm.Content type: text | text | still image Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9780470750087; 9780470750087:; 0470750081; 9780470688878; 0470688874.Subject(s): Negotiation | Negotiation in business | Business communicationDDC classification: 658.4052 LEM
Contents:
Introduction: Experimenting with a Renewed Method before Resorting to Old Reflexes -- How to develop relevant responses for negotiation -- Questioning before Negotiating -- How to move beyond an instinctive approach -- Preparing Negotiations before Performing -- How to Plan for process, problems, and people -- Doing the Essential before the Obvious -- How to deal with the process -- Optimising Joint Value before Dividing It -- How to deal with the problem -- Listening before Speaking -- How to deal with people (1) -- active communication -- Acknowledging Emotions before Problem-Solving -- How to deal with people (2) -- the challenges -- Deepening the Method before Facing Complexity -- How to manage negotiations in multilevel, multilateral and multicultural contexts -- Formalising the Agreement before Concluding -- How to reap the benefits of negotiation -- Conclusion: Personalising your Theory before Practicing -- How to continue to improve your negotiation skills.
Summary: This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]Summary: Lempereur provides practical insight into how to negotiate succesfully in both business and political settings alike.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.4052 LEM (Browse shelf(Opens below)) Available 0062969
Total holds: 0

Includes bibliographical references and index.

Introduction: Experimenting with a Renewed Method before Resorting to Old Reflexes -- How to develop relevant responses for negotiation -- Questioning before Negotiating -- How to move beyond an instinctive approach -- Preparing Negotiations before Performing -- How to Plan for process, problems, and people -- Doing the Essential before the Obvious -- How to deal with the process -- Optimising Joint Value before Dividing It -- How to deal with the problem -- Listening before Speaking -- How to deal with people (1) -- active communication -- Acknowledging Emotions before Problem-Solving -- How to deal with people (2) -- the challenges -- Deepening the Method before Facing Complexity -- How to manage negotiations in multilevel, multilateral and multicultural contexts -- Formalising the Agreement before Concluding -- How to reap the benefits of negotiation -- Conclusion: Personalising your Theory before Practicing -- How to continue to improve your negotiation skills.

This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]

Lempereur provides practical insight into how to negotiate succesfully in both business and political settings alike.

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